How to persuade clients to swap to a more responsible holiday

LOOKING OUT FOR ANIMALS

A young couple approached Trailfinders’ Erin Neville wanting to visit and wash elephants in Thailand, after their friends did a similar experience. Having learnt during her TTG training how these attractions are often incredibly damaging for the elephants, Neville very tactfully discussed it with her client. “I took the time to explore why she wanted to do this and explained why these types of attractions are not great for the elephants involved. She was not aware of this – as many people aren’t.”

Neville instead suggested a camp that is lauded for its ethical approach and is one of the biggest employers in the local community. “I described it as my clients visiting a beautiful national park area where elephants happen to live and be cared for. They loved this idea!”

FINDING RESPONSIBLE OPERATORS

Knowing which operators you can trust to provide responsible trips for your clients is vital, and Luxeco Holidays’ Alicia Sharpe now frequently turns to the TTG Sustainable Travel Heroes partners. For European enquiries, she often adds an Iberostar property to her suggestions, and when a client was looking at multiple long-haul options, she suggested Intrepid, highlighting the operator’s involvement in the local community and its values. The clients opted for a tour of Peru, and she explains: “They were really interested, and were especially pleased with the fact they could travel in a responsible manner.”

TRANSFORMING TRANSPORT 

Among her fellow Travel Counsellors, Marina Schumacher is known as “the train gal”, thanks to her ability to combat nearly any obstacle related to rail travel. Worried about the journey taking too long? Schumacher flags the realistic time a flight actually involves – from checking in to passing immigration – and she says: “All of a sudden the times don’t look so dissimilar. A further bonus of rail travel: the station is often way more in the centre of the town than the airport – no long transfers are usually required.”

Fellow Travel Counsellor Jayne Lomax sold her first rail holiday after a family asked for summer holiday ideas, and she matched their love of the outdoors with a trip to the Alps, discussing the environmental benefits of travelling by rail. “I talked about there being no airport stress, a relaxing journey with amazing views along the way, and the ability to spend time in a number of cities as well as the Alps.” 

When Travel Counsellor Adam Burgess worked on a southern California roadtrip, he suggested a fully electric vehicle as an alternative to petrol. He checked his clients were open to a shorter range each day, stopping more frequently and letting him find hotels where they could charge the vehicle, and then started creating a dream itinerary.

RETHINKING ACCOMMODATION 

Designer Travel’s Simon Collinge’s clients often have a set idea of the holiday they want, which he finds makes it challenging to discuss more sustainable alternatives. But when a group of more than 40 travellers were looking to book an allinclusive hotel, he saw an opportunity. Collinge was aware that while TTG Sustainable Travel Hero Iberostar has transformed the all-inclusive landscape, not all hotels have such an innovative approach.